Despite Zillow’s insistence that its attempt to get a real estate broker’s license in Arizona won’t change how the company does business and that it has no plans to begin acting as a brokerage, some agents aren’t convinced.

Becky Garcia, an Arizona-based agent with The Garcia Group, and George Laughton, of the Laughton Team, became early adapters of Zillow’s Instant Offers program. Here’s how shrewd business sense and steely focus helped them reap the benefits.